About the job
As a GTM professional at FriendliAI, you will be instrumental in driving our market expansion by securing high-value enterprise accounts and building strategic relationships with leading AI-forward companies. You'll focus on helping enterprises leverage FriendliAI's inference serving platform to achieve transformative cost savings and performance improvements in their AI deployments.
Environments
Highly competitive base salary plus uncapped commission structure tied to enterprise deal value
Equity in a rapidly growing AI infrastructure company
Comprehensive benefits package
Collaborative environment with exposure to cutting-edge AI technologies
Key Responsibilities
Own the end-to-end sales process with enterprises, from generating pipeline to closing high-value, strategic enterprise deals focused on AI inference and serving solutions
Identify and capitalize on growth opportunities within existing accounts, becoming a trusted advisor for AI infrastructure optimization
Manage technical POCs that demonstrate FriendliAI's superior performance and cost advantages, collaborating with internal engineering teams and enterprise clients
Consistently generate and manage a robust pipeline by identifying enterprises with significant inference workloads and positioning FriendliAI's solutions strategically
Lead tech community engagements, representing FriendliAI at premier AI/ML conferences, meetups, and industry events (AI Engineer World's Fair, AWS re:Invent, etc.)
Cultivate strategic relationships with AI engineers, ML platform leaders, and technical decision-makers at target enterprises through community involvement
Organize technical events; workshops, technical demos, and meetups showcasing FriendliAI
Collaborate on technical content, case studies, and speaking opportunities that establish FriendliAI's market leadership
Bring the voice of enterprise customers into product discussions, ensuring FriendliAI's roadmap aligns with market needs and competitive positioning
Work closely with engineering teams to understand and articulate complex technical differentiators around inference optimization
Analyze competitive landscape of market and provide insights on enterprise AI infrastructure trends and requirements
Qualifications
5+ years of B2B sales experience
Proven track record of closing $300K+ ARR deals and consistently exceeding revenue targets
Strong technical background in AI/ML infrastructure, cloud platforms, or developer tools
Deep understanding of LLM deployment, inference serving, and AI/ML workflows
Active participation in AI/ML tech communities with demonstrated networking abilities
Experience managing technical POCs and multi-stakeholder enterprise sales cycles
Excellent communication skills for engaging both C-level executives and technical teams
Preferred Experience
AI infrastructure, MLOps, or developer tools company background
Existing network within enterprise AI/ML teams
Technical degree or equivalent practical experience in AI/ML space
Track record of organizing or speaking at tech meetups and industry conferences
About us
FriendliAI, a San Mateo, CA-based startup, is building the next-generation AI inference platform that accelerates the deployment of large language and multimodal models with unmatched performance and efficiency. Our infrastructure supports high-throughput, low-latency AI workloads for organizations worldwide. We are also integrated with the Hugging Face platform, allowing instant access to over 510,000 open-source models. We are on a mission to deliver the world's best platform for AI inference.
FriendliAI is The Frontier AI Inference Cloud. Built by the researchers who invented the continuous batching technique that is now industry standard, FriendliAI provides AI engineers with a highly optimized engine that constantly evolves to efficiently run state-of-the-art open-weight and custom models at production scale. By maximizing GPU utilization, FriendliAI delivers speeds up to 3x faster than vLLM, and 50% to 90% cost savings relative to closed model APIs. FriendliAI empowers engineers to deploy frontier AI with uncompromising speed, model ownership, and enterprise-grade reliability.
Key team members
Ryan Pollock
Brian Yoo
Byung-Gon Chun
Elizabeth Shinwon Yoon
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